Job description: DESCRIPTION

Amazon Web Services (AWS) is leading the paradigm shift in new cloud segments. Together with our partners, we are revolutionizing how solutions of all kinds are created and brought to market. We are looking for a world class candidate to manage an elite portfolio of AWS independent software vendor (ISV) partners.

This role will work with our most strategic CX ISVs.

Customer Experience ISV partners represent some of the largest relationships in the company. Our teams are committed to 1/driving visibility of the relationship between AWS and our partners, 2/driving revenue through AWS channels with co-sell and go-to-market, 3/developing new distribution channels for our partners, and 4/joint innovation. We focus on what will move the needle for these big companies using the AWS ecosystem, bringing together segments, vertical specialties, developers, and our enterprise customers.

The Emerging ISV partners represent earlier-stage sellers that are growing with AWS. We help develop the strategy to make AWS channels the default route to market for these sellers. Our responsibilities also include identifying opportunities for co-sell, removing key blockers, and working across product, engineering, and marketing to develop solutions that help the ISVs grow and scale their businesses.

AWS is open to creative, out-of-the-box thinkers who want to contribute to building something new. Responsibilities will include building C-level, field, and technology relationships with your partners and with the AWS sales and service teams, guiding the development and launch of joint solutions in the Infrastructure ISV space, and executing joint GTM plans globally. By creating and nurturing strategic relationships while managing the day-to-day partner interactions, you will be responsible for driving top-line revenue growth and overall market adoption. You will have both a business background that enables you to engage at the CXO level, as well as a sales/marketing background that enables you to manage joint GTM efforts and to easily interact with enterprise customers. You should have a background in developing Enterprise partnerships. You will have the ability to think strategically and creatively about business, product, and technical challenges with Infrastructure ISVs as well as the capacity to build and convey compelling value propositions. The position also requires a technical aptitude and deep familiarity with cloud.

We are always looking to improve and we also recognize there are many ways to lead and partner. We’re looking for a Think Big leader who can add to our company’s skillset by bringing their unique industry knowledge and creativity to our organization. At Amazon, we live our professional lives by the Leadership Principals. When we hire, we look for those who share Amazon’s principals rather than for someone who fits a specific resume mold. To us, diversity in thought and experience is a good thing. We are hiring for attitude and training for skill because we recognize success takes many paths. While possessing the above criteria would be helpful, if you have a passion for customer success, we want to talk to you. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs. We will coach the right fit.

Key job responsibilities

• Work with several highly strategic ISV Partners to define and execute joint technology, marketing, sales, and AWS Marketplace initiatives.
• Serve as a key member of the AWS alliance team in helping to define and deliver the overall joint go-to-market strategy.
• Execute strategic business development plans while working with key internal stakeholders (e.g., service teams, legal, support), including those for a specific software market targeting recruitment, revenue and GTM goals.
• Work with multiple teams including AWS Partner Network, AWS Solution Architect teams, AWS Sales, and Business Development teams and their partner counterparts to define and execute AWS Marketplace listings, joint technology integration, marketing and business development initiatives.
• Set and manage revenue targets and MBOs and collaborate with your team, each partner and AWS sales organizations to achieve/exceed goals.
• Engage each partner’s field sales organizations, channels and AWS Marketplace field enablement team to create and drive co-sell revenue.
• Identify specific customer and business segments as well as industry verticals to approach with a joint value proposition for using AWS
• Create and maintain mechanisms for ‘working backwards’ from our partners requirements (roadmaps, evolving business models, new use cases, etc.) to enable better customer and partner outcomes, and to explore opportunities for growth
• Orchestrate and influence leadership inside and outside AWS through the right governance frameworks
• Contribute to thought leadership manifested in writing that targets both internal (narratives for executive leadership across AWS) and external audiences (partner/domain evangelism that includes partner webinars and AWS customer events)
• Work with ISVs to educate them on the value proposition of AWS Marketplace as a new cloud channel and help them align business and technical requirements
• Work directly with ISVs to help implement Go-To-Market programs including compelling audience-specific messages and tools (product videos, customer success stories, demos, whitepapers, how-to guides etc.) and outreach to AWS customers through communication channels (including Blogs, Social Media, Webinars and Public-Speaking events such as AWS Summit and User-Group events, etc.).
• Understand the technical requirements of each partner and work closely with your Partner Solution Architect and the internal AWS development team to drive technical innovation with partners.
• Orchestrate integration strategies with adjacent AWS native services leadership to exploit the power of joint solutions that run effectively, are easy to deploy and configure, and provide optimized ‘cloud native experiences’ for our customers.
• Work with ISVs to understand what product features do not exist today in AWS Marketplace that will help them meet their business goals, and provide these requirements to Marketplace Product and Engineering teams for review.

We are open to hiring candidates to work out of one of the following locations:

San Francisco, CA, USA | Seattle, WA, USA

BASIC QUALIFICATIONS

– Bachelor’s degree

– Experience developing strategies that influence leadership decisions at the organizational level

– Experience managing programs across cross functional teams, building processes and coordinating release schedules

– 10+ years of alliance management and/or business development experience with experience building profitable global technology partnerships

– 7+ years of relevant work experience in partner management, sales, business development or product management in a technology company

– 5+ years of partner experience working across cloud computing technology, the software ecosystem, channels and technology companies

– Domain expertise with Customer Experience software market, including knowledge of partners/segmentation, market trends, and domain-specific architectural/technical intelligence

PREFERRED QUALIFICATIONS

– Experience interpreting data and making business recommendations

– Experience identifying, negotiating, and executing complex legal agreements

– MBA or Graduate Degree

– Global alliance and/ or sales account management

– Knowledge of AWS and Infrastructure technologies, services and standards

– Ability to create and meet joint solution and GTM strategies and tactical plans.

– Consistently exceed quota and key performance metrics.

– Demonstrated ability to engage and influence C-level executives.

– Presentation skills and the ability to articulate complex concepts to cross functional audiences.

– Technical acumen, with a demonstrated track record of driving emerging/disruptive infrastructure technologies as well as virtualization and Software as a Service delivery models.

– Deep familiarity with cloud and infrastructure technologies such as, enterprise security, IOT, networking and datacenter products, services, market positioning and sales strategies

– Verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations

– Experience with online cloud or retail marketplaces.

– Experience with varying software-licensing models, including pay-as-you-go models.

– Ability to take customer feedback and insights to suggest service and platform improvements to Product and/or Engineering teams.

– Experience in digital marketing, demand generation, or marketing communications in a high- tech products/services environment.

– Proficiency with Microsoft Excel, including analytical features like VLOOKUP functions and Pivot Tables.

– Experience with Salesforce.com, including the development of dashboards and reports, and opportunity conversion.

– In depth knowledge of e-commerce and online marketplaces

– In depth knowledge of Cloud ERP, Financial Management, or Financial Planning and Analysis solutions

– Demonstrated ability to engage and influence ISV product management, business decision makers and C-level executives

– Prior experience in IT or Management Consulting firms defining and delivering projects

– Public speaking skills and thought leadership

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $118,400/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. Applicants should apply via our internal or external career site.

Expected salary: $118400 per year

Location: San Francisco, CA

Job date: Fri, 27 Oct 2023 06:50:41 GMT

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